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OBGP 3210 - Conducting effective negotiations in different management context

Type d'enseignement : Seminar

Semester : Spring 2017-2018

Number of hours : 24

Language of tuition : English

Voir les plans de cours et bibliographies

Pre-requisite

Internship experience which will permit better understanding of the different management contexts, particularly what is at stake in each situation.

Course Description

In each of the 12 sessions, participants will be confronted one specific situation in order to find effective solutions. These 12 situations will be chosen among the 12 most usual situations that a manager can find in any kind of company all over the world but specifically in Europe : presenting, recruiting, coaching, separating, buying/selling, budget negotiation, multicultural relationships, crisis management, meeting conducting, team management, conflict management and transactional agreements, social negotiation At the end of each workshop, the instructor will give a specific theoretical and practical lecture course directly linked to the specific situation.

Teachers

EURIEULT, Vincent (Professeur visitant)

Pedagogical format

Inductive method : Doing and theorizing

Course validation

10% Participation 40 % Results obtained in each of the 12 sessions. 50% final business case preparation

Required reading

  • 1. Getting to yes without giving in / Roger FISHER and William URY
  • 2. Conflict management / Barbara BUDJAC

Plans de cours et bibliographies

Please find below a proposed outline based upon 12 sessions, to be filled in. Should you prefer to use a non-standard outline, please feel free to use the « non-standard course outline » area at the bottom of this document. In both cases please indicate required and/or recommended readings.

Session 1: SELLING / BUYING

Required readings:

  • The Cube Method ©

Session 2: RECRUITING

Required readings:

  • The Cube Method ©

Session 3: PRESENTING

Required readings

Session 4: TRANSACTIONAL MANAGEMENT

Required readings

Session 5: MULTILATERAL NEGOTIATION

Required readings

Session 6: TEAM MANAGEMENT

Required readings

  • The Cube Method ©

Session 7: MEETING CONDUCTING

Required readings

Session 8: INTERNATIONAL NEGOTIATION

Required readings

Session 9: CRISIS MANAGEMENT

Required readings

Session 10: SOCIAL NEGOTIATION

Required readings

  • actrav-courses.itcilo.org/en/a4.../a4.../social-negotiations/at./file

Session 11: BUDGET NEGOTIATION

Required readings

Session 12: SEPARATING

Required readings

  • The Cube Method ©

Short biography

PhD, international expert, Professor Vincent EURIEULT is in charge of the development of « The Cube Method © » program which leads to ness , the world's first negotiation expert system.
Professor of negotiation, Vincent EURIEULT hold conferences in many institutions and business schools in France (Sciences Po, Ecole Polytechnique, HEC, ESCPEUROPE) and all over the world (Tulane University of New Orleans, FACC of San Francisco, HEC Genève, ESA Beyrouth).
He has created more than 180 pedagogical scenarios based upon authentic professional situations.
He is President of the Cercle Talleyrand, and a mediator for the French courts.